Cross sell
If someone has a 2nd home on a lake, what products should we talk about?
Boat and Umbrella
What is EB?
Extra Business
What does a household need to be considered "bundled"?
Property and auto
You want to create ____ when talking to customers so they can _____ your expertise.
Trust
The inventor of Ice pops/ popsicles was how old?
an 11 year old boy, Frank Epperson, left a cup of soda powder and water outside in the winter of 1905 and called them Epsicle.
What's the difference between Cross sells and Monoline cross sells?
Cross sell is additional policies adding to a bundled household
Monoline cross sell is a policy written to bundle a household.
What are 3 types of EB we can write?
Motorcycle on & off road
2nd home
Boat
landlord
Condo
PUP
YOU want to be an _____ in your field!
Expert
Not selling out of your pocket is a form of what?
Assumptive closing
The candy Pez was created to help aid in?
Aided in helping smokers quit smoking.
What is the best policy to write to boost your item count?
PUP
Why is it important to know your audience?
So you know what you can try to get EB other than home & auto and build rapport.
When rating your confidence, trust in your company, and certainty in your product?
10/10/10
True or False:
The most important piece of closing is gathering customer information at the beginning of the call.
False:
Building Rapport is the most important piece of closing.
Apart from brushing your teeth, what else can help fight bad breath?
Cucumbers
Why are umbrellas important?
Because it protects us from life's unpredictability.
Big John has home and auto insurance with us. He wants to add a truck to the policy, what is 1 question you can ask to get EB?
What do you pull with your truck?
True or False:
Allstate requires 80% of your book of business bundled, while Barger & Associates has an expectation of having 90% bundling.
True
We expect 90% of your new business bundled, to prevent issues with meeting Allstate's numbers
Not selling out of your pocket is a form of what?
Assumptive closing
What animals milk doesn't curdle?
Camel's milk
Big John calls in to do an annual insurance review on his home and auto policies. While building rapport he mentions his main hobbies include wood working, love making, fixing up motorcycles, traveling across the country to bird watch, and singing karaoke. What should the agent ask next?
Do you own a motorcycle now?
or
Who's your motorcycle policy with?
Which household has no need for an umbrella?
A.) Husband, wife, 2 kids, 1 dog
B.) Single female with a history of speaking slander to neighbors, no kids, no dogs,
C.) College student who constantly has friends over at his apartment.
D.) Disabled war veteran who can't walk, wife, 2 birds.
Trick Question:
None, each household has a need for PUP.
Do you own a motorcycle now?
Who's your motorcycle policy with?
Potential risk:
A.) husband and wife could do something, Kids, dog, B.) If she says something that gets her sued.
C.) what if he has too many people over and the floor collapses and damages the unit underneath?
D.) Just because someone has a disability doesn't mean they can't cause damage to someone else property or injure them. Allstate doesn't exclude PTSD
Connor answers the phone and Big John is LIVID with the 60% increase on his solo home policy. While Connor is calming down Big John, Connor notices 20% of the increase was caused by Big John 6-months prior. What question does Connor need to ask?
Can i quote your auto?
What are 3 of the 5 keys to increase your closing ratio?
-Following the process every call
-Building rapport
-Using Key words and terms
-Establishing certainty
-Asking for the sale
Apart from their massive ears, elephants can hear through what other body part?
There feet
Throughout this week, we have learned many thing. We learned how to word asking for extra business. We learned several keys to unlock locked doors during the selling process, amongst other things. But what is the 1 thing we did NOT teach but can be very contagious and dangerous not only to business but to your own personal success?
NEVER GIVE UP
Throughout this week we NEVER taught tis acceptable to give up.